0 or 3 credits
Spring 2026 Lecture Distance Learning Upper Division
This course is designed to be relevant to the broad spectrum of bargaining problems that are traditionally faced by the manager, sales personnel and financial advisors. The course explores the processes of bargaining and negotiation as social and managerial activities. Special emphasis will be given to the areas of interpersonal and interpersonal and intergroup conflict, in addition to the interpersonal influence techniques and the tactics and strategies involved with improved bargaining and negotiation. The major purpose of the course is for each student to gain insight into his or her own negotiating style and to become a more effective negotiator, as well as a more astute observer of social process. The course will involve extensive use of cases, role-plays, and related participative activities, enhanced by rigorous self-review and introspection.
Learning Outcomes1Explore the major concepts and theories of the psychology of bargaining and negotiation.
2Understand the dynamics of interpersonal and intergroup conflict and its resolution.
3Help develop the sophistication to analyze bargaining and conflict relationships.
4Learn about your own individual "bargaining" style.
5Development appropriate negotiation strategies and tactics for specific situations.
Prerequisites
made by Purdue students.